When interviewing and actively evaluating new career opportunities, some
candidates like to say that it’s not just about the money. Often, it's because they’re
hesitant to ask for their ideal salary. No matter how nervous someone can become
during a salary negotiation, money should always be considered. The process of
accepting a new position with more responsibilities and a dream title will hopefully
include an increased salary, too.
I’ve always felt that the best salary negotiation results come when you zero in on the
facts and not emotions. To leverage a successful negotiation process, keeping your
professional demeanor is key. A few things you may want to consider when
beginning a salary negotiation include:
Do your homework: Present concrete evidence to support your salary expectations. This can include market research data, industry benchmarks, your level of experience, additional certifications or qualifications, or any unique skills you bring to the table.
Be confident, calm, and poised: Maintain eye contact, use good posture, and speak clearly to show you know your value. Try not to take any points personally and focus on the facts and outcomes.
What’s your value: Highlight your relevant key accomplishments, qualifications and skills that make you a candidate they can’t do without. Emphasize how your expertise and knowledge can help them achieve their goals and bottom line.
Have a positive and respectful attitude: This is not the time to be aggressive or confrontational.
Listen: Be open to your new employer’s point of view and demonstrate that you’re willing to participate in a constructive conversation.
Be flexible: While it's essential to advocate for your desired salary, it's also important to be flexible and willing to consider other elements of the offer, such as benefits, bonuses, or professional development opportunities, which might add value to the overall package.
Express gratitude: Regardless of the outcome, express gratitude for the opportunity to discuss the salary and benefits. Show appreciation for the employer's time and consideration, regardless of whether the negotiation results in the desired outcome.
Maintain professionalism in writing: If negotiating via email or other written communication, ensure that your messages are well-written, concise, and free from any typos or grammatical errors. Keep the tone professional and courteous.
The goal of salary negotiations is to reach a mutually beneficial agreement. By
maintaining professionalism throughout the process, you can increase the likelihood
of a positive outcome while preserving the working relationship with your potential
employer.
Lisa Chubinsky, CTS, CPC
Lisa is a Partner with Philadelphia based New River Search, LLC a National Search Firm specialized in Executive Placements for the Chemicals, Pharmaceuticals and Medical Device Industries.
Lisa has decades of experience as a nationally known Executive Recruiter, where she’s successfully placed and coached thousands of candidates. She applies her knowledge and expertise at New Career Directions, a division of New River Search LLC where she and her team provide Career Coaching, Resume Writing, Talent and Leadership Development, and Outplacement Services.
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